Unified Communications: Capturing The Growth Wave

Overview: Leading research suggests that the Unified Communications (UC) market in Europe is primed for phenomenal growth over the next four to five years. Despite this, there is little evidence that the manufacturing vendors in the space are making the required investments in order to capitalize on the growth opportunity. Recognizing that UC represents an expanded chapter of the convergence of voice, data and video, vendors need to develop sales channels with improved capabilities, new routes to market and simplified delivery models. Vendors should hit the reset button, and revaluate how they sell through indirect channels and how they manage, motivate, and support its value-added resellers.